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Senior National Account Executive in Chicago, IL at Engle Martin & Associates

Date Posted: 5/10/2018

Job Snapshot

Job Description

Engle Martin is a leading national independent loss adjusting and claims management provider. We provide a comprehensive line of service offerings including commercial property, casualty, inland marine/cargo, heavy equipment and large loss adjusting, as well as TPA/claims management and subrogation. 

We are an Equal Opportunity Employer offering competitive pay and benefits and an environment where teamwork, ongoing professional development, continuous improvement, and exceptional service are valued and rewarded.

We currently have an outstanding career opportunity for a Regional Sales Executive.  The Regional Sales Executive is responsible for the sale of Engle Martin’s business products and services in a specified region or geographical area.  The incumbent provides ongoing support to distribute and sell the Company’s product and service to new and/or existing clients. Collaborates effectively with the sales and marketing teams.  The incumbent effectively facilitates Engle Martin achieving its client growth and retention goals, increasing market share, and maintain its prominent and favorable industry reputation.

  • Develops and implements strategic sales plans to accommodate corporate goals.
  • Coordinates sales proposals (RFP) and manages formal and informal presentations of our service offerings.
  • Performs regular cold calling of prospects. Follows up with appointed warm sales prospects from marketing team campaigns and advertisements.
  • Directs sales forecasting activities and sets performance goals accordingly. Analyzes, manages and controls expenditures within assigned budgetary requirements.
  • Reviews market analyses to determine customer needs, price schedules and discount rates upon approval from SVP, Business Development.
  • Enhances lead generation and revenue opportunities through channel distribution efforts and works within designated sales territories.
  • Leverages sales statistics and CRM to formulate strategy in the up-sale alongside cross-selling products and services. Identifies subject matter experts to assist in the close of sale, if necessary.
  • Prepares periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion. Tracks and notates all sales related activity within company’ CRM tool with information such as cold calls, conferences, new wins, prospects, leads, value, lost business, compliments or complaints.
  • Conducts and delivers stewardship reports and semi-annual reports to demonstrate the years’ performance. 
  • Maintains renewals for existing book of business. Reviews pricing schedules and client instructions to provide during the execution process for the claims administration team.
  • Gathers intelligence in the off-boarding process to communicate with internal teams. Assists in delivering client instructions and onboarding efforts of new accounts.
  • Keeps abreast of all products and services offered within EMA/EMCAS and other general information of interest to customers. Monitors and evaluates the activities and products of the competition.
  • Represents company at trade association meetings to promote products and services.
  • Delivers sales presentations to key clients and prospects in designated territories. Meets with key clients on a regular basis, assisting other peer sales representative with maintaining relationships and negotiating and closing deals.
  • Maintains regular existing customer base and is in direct interaction. Stays abreast of personnel movement in customer base. Understands vision and customer goals to align our products and services with the customer’s product. Promotes strategic partnerships that align with the future goals of customer.
  • Understands the ‘share of the wallet’ and the distribution of negotiated work and spend in our space. Maintains awareness of how much business is provided to EMA/EMCAS versus our direct competitors.
  • Acts as the liason into the EMA environment on behalf of the client for areas of concern, complaints or issue experienced by the valued partner/customer. Acts as the point of contact and face of the company.
  • Establishes and maintains strong working relationships with existing and prospective clients; addresses client needs and directs problem resolution as necessary.

Job Requirements

  • Bachelor's Degree in a commensurate field
  • Strong Communication skills, both verbal and written
  • Knowledge of the P & C and E & S insurance segments extremely helpful
  • Skilled in use of internet for business research purposes
  • Possess time management, prioritization, and organizing skills
  • Excellent interpersonal, customer service, and problem-solving skills
  • Demonstrates teamwork, compassion, and respect toward others, as well as integrity, accountability and adherence to standards of ethical behavior and professional conduct, open and honest communication, and a commitment to continuous improvement and professional development.
  • Demonstrates thorough skill set in, or demonstrates ability to quickly master, a variety of office software, including MicroSoft Office Suite (including, but not necessarily limited to Word, Excel, PowerPoint, Outlook, Publisher, SharePoint, and Access), internet communication tools, Adobe, Riskmaster, DT& E, and SalesLogix. 

 

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